How to Set Up Pipelines and Opportunities in HighLevel

Imagine this. You just ran a massive lead generation campaign for a client. The leads are pouring in. The sales team is calling them, texting them, and emailing them. You feel like a marketing genius.

But a week later, the client asks for a progress update. You ask the sales team for numbers. They start digging through sticky notes, messy spreadsheets, and their own memory. Half the leads are completely unaccounted for. You have no idea who is ready to buy, who is stuck in negotiation, or who just stopped replying. You look like a disorganized amateur.

You cannot scale an agency if your sales process relies on memory and spreadsheets. HighLevel fixes this instantly. You can track every single prospect using Pipelines and Opportunities. Every lead becomes a digital asset with a clear status, value, and history, moving seamlessly through visual stages. Let us organize your sales workflow right now.

Ready to streamline this? Here is exactly how to do it in 60 seconds:

Part 1: Understand the Structure

Before we build, let’s clarify how the pieces fit together.

1. A Pipeline represents the overall sales process you want to track.
2. A Stage represents a specific step within that process (e.g., New Lead, Booked Call, Closed).
3. An Opportunity is the potential deal that moves through those stages.
4. A Contact is the actual person tied to the opportunity. The flow is: Contact → Opportunity → Pipeline → Stage.

Part 2: Create Your First Sales Pipeline

Let’s build the visual board where your deals will live.

1. Navigate to Opportunities on your main menu.
2. Click Pipelines at the top.
3. Click the Create New Pipeline button.
4. Fill in your details, name your pipeline, and define your custom stages (e.g., New Lead, Hot Lead, Booked Call). Click Save.

Part 3: Populate Your Pipeline Manually or via Import

Time to fill those stages with actual potential revenue.

1. To import a list, go to Opportunities and click Import. Select Opportunities, upload your CSV file, map the columns, and click Start Bulk Import.
2. To add a deal manually, stay in Opportunities and click Add opportunity. Enter the contact details, select the pipeline and stage, define the value, and click Create.

Part 4: Automate Opportunity Creation

Let’s make the system work for you so no lead ever slips through the cracks.

1. Go to Automation → Workflows and click + Create Workflow.
2. Add a trigger, like Form Submitted, and select the specific lead capture form.
3. Add the Create/Update Opportunity action. Select your new pipeline, pick the starting stage, set the status to Open, and click Save Action.
4. Toggle the workflow to Publish. Now, every time someone fills out that form, they instantly appear on your sales board.

Setting up pipelines and opportunities guarantees you always know exactly how much revenue is sitting in your sales process.

Frequently Asked Questions

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